Fire Sales Manager

Johnson Controls, Inc.; Boise, Northern (ID, KY); Hybrid; USD 97,000 - 152,000; Full time

Job summary

Johnson Controls, Inc. is seeking a Fire Service Sales Manager to lead the service sales team and drive bookings growth across fire alarm, security, fire sprinkler, and fire suppression offerings.

The role focuses on building strong customer relationships, developing a high-performing sales team, and achieving growth objectives in the territory. A proven track record in B2B sales leadership and conducting pricing strategies is required.

Qualifications

• Bachelor's degree in Business or equivalent experience.
• 5+ years of sales experience, including 3 years of field sales management experience in a business-to-business environment, or successful management of another sales channel.
• Demonstrated ability to lead a high-volume or transaction-based sales team.
• Experience leading teams, managing projects, and selling effectively at all customer levels.
• Ability to create solutions that meet customer needs while supporting business objectives.
• Experience building, organizing, and developing a multi-talented team.
• Strong business acumen.
• Excellent communication and team-building skills with a strong understanding of inter-departmental relationships.
• Proven time management, prioritization, and deadline delivery skills.
• Experience managing a team through transition or significant organizational change.

Responsibilities

• Lead the district or branch service sales team to meet or exceed customer, employee, and sales goals.
• Own sales plan achievement for all service sales activities within the assigned geographic area.
• Drive bookings growth by expanding existing accounts and developing new business opportunities.
• Partner with Area Sales and General Managers to develop sales strategies, negotiate contracts, and execute pricing strategy.
• Monitor sales performance, refine approaches as needed, and reallocate resources to improve results.
• Support the development of marketing, customer retention, advertising, pricing, and distribution strategies for the territory.
• Coach and train the sales force on products, services, campaigns, sales promotions, sales techniques, and performance standards.
• Build, hire, develop, and align a high-performing team.
• Grow and retain the recurring revenue base through direct coaching and mentoring of Service Sales and Customer Care teams.
• Meet with key clients, support negotiation and closing efforts, and use ride-a-longs to strengthen coaching and customer relationships.
• Collaborate with other area and nationally based service and solutions sales leaders to share best practices and deliver company objectives.
• Support the Area General and Area Sales Managers on service-related high-volume sales activities as needed.
• Develop territory business plans covering business development, sales staffing, market assignments, strategic customer development, and industry relations.
• Ensure company policies and procedures are understood, communicated, and followed.

Skills

Sales leadership

Strategic planning

Contract negotiation

People management

Communication skills

Pricing discipline

Coaching & mentoring

Customer relationship

Education

Bachelor's degree in Business or equivalent

Job description

Build your best future with the Johnson Controls team.

As a global leader in smart, healthy, and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places, and the planet. Join a winning team that enables you to build your best future.

You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to support the physical, financial, and emotional wellbeing of our employees, and we value a culture where your voice and ideas are heard.

Role Overview

The Fire Service Sales Manager leads the service sales team. In this role, you will drive bookings growth, expand relationships and wallet share with existing customers, grow new business, and increase recurring service revenue across fire alarm, security, fire sprinkler, and fire suppression offerings.

This is a hands-on leadership position focused on building strong customer relationships, developing a high-performing sales team, and helping the business achieve its growth objectives.

Key Responsibilities

• Lead the district or branch service sales team to meet or exceed customer, employee, and sales goals.

• Own sales plan achievement for all service sales activities within the assigned geographic area.

• Drive bookings growth by expanding existing accounts and developing new business opportunities.

• Partner with Area Sales and General Managers to develop sales strategies, negotiate contracts, and execute pricing strategy.

• Monitor sales performance, refine approaches as needed, and reallocate resources to improve results.

• Support the development of marketing, customer retention, advertising, pricing, and distribution strategies for the territory.

• Coach and train the sales force on products, services, campaigns, sales promotions, sales techniques, and performance standards.

• Build, hire, develop, and align a high-performing team.

• Grow and retain the recurring revenue base through direct coaching and mentoring of Service Sales and Customer Care teams.

• Meet with key clients, support negotiation and closing efforts, and use ride-a-longs to strengthen coaching and customer relationships.

• Collaborate with other area and nationally based service and solutions sales leaders to share best practices and deliver company objectives.

• Support the Area General and Area Sales Managers on service-related high-volume sales activities as needed.

• Develop territory business plans covering business development, sales staffing, market assignments, strategic customer development, and industry relations.

• Ensure company policies and procedures are understood, communicated, and followed.

How You Will Do It

• Model Johnson Controls values by creating a safe, respectful environment and addressing value-related concerns with candor and accountability.

• Stay close to the customer and the field by focusing on the sales activities that most directly drive bookings, recurring revenue, and long-term relationships.

• Use clear performance reviews, coaching, and continuous improvement to strengthen individual and team results.

• Work collaboratively across sales, operations, and leadership teams to remove obstacles and help customers succeed.

• Balance strategic planning with day-to-day execution, ensuring the team has clear priorities and the right support to deliver against targets.

• Lead by example in pricing discipline, contractual quality, and profitable growth decisions.

• Develop talent through ongoing mentoring, ride-a-longs, training, and practical feedback that builds confidence and capability.

• Use customer and market insight to adjust territory plans, prioritize opportunities, and improve overall sales effectiveness.

Qualifications

• College degree in Business or equivalent experience.

• Minimum of 5 years of sales experience, including 3 years of field sales management experience in a business-to-business environment, or successful management of another sales channel.

• Demonstrated ability to lead a high-volume or transaction-based sales team.

• Experience leading teams, managing projects, and selling effectively at all customer levels.

• Ability to create solutions that meet customer needs while supporting business objectives.

• Experience building, organizing, and developing a multi-talented team.

• Strong business acumen.

• Excellent communication and team-building skills with a strong understanding of inter-departmental relationships.

• Proven time management, prioritization, and deadline delivery skills.

• Experience managing a team through transition or significant organizational change.

Nice to Have

• BA degree in Marketing.

• Five or more years of experience in the fire safety industry.

• Five or more years in a leadership role.

Why Join Us

We offer a competitive salary and commission plan, paid vacation/holidays/sick time, and a comprehensive benefits package including 401K, medical, dental, and vision care available day one. You will also have access to extensive product and on-the-job/cross-training opportunities, an encouraging and collaborative team environment, dedication to safety through our Zero Harm policy, and a company vehicle.

The hiring salary range for this role is $97,200. - $152,000., with a competitive bonus plan based on individual, group, and corporate performance.